By analysing the overall sourcing experience, venues and hotels can see the importance of maintaining an excellent reputation and a strong digital presence. About 30% of planners are Very Certain about event choice at the start of the sourcing process however 50% of respondents also said that they are willing to switch venues if offered 10% additional discount.

47%

47%

Somewhat Certain

7%

7%

Not Certain

15%

15%

Extremely Certain

47%

Somewhat Certain

By analysing the overall sourcing experience, venues and hotels can see the importance of maintaining an excellent reputation and a strong digital presence. More than half of the surveyed planners are somewhat certain or uncertain of their venue choice at the start of the sourcing process. That opens door for hotels and venues that can be found online easily and provide planners with all the information they need.

31%

31%

Very Certain

7%

7%

Not Certain

15%

15%

Extremely Certain

7%

Not Certain

By analysing the overall sourcing experience, venues and hotels can see the importance of maintaining an excellent reputation and a strong digital presence. More than half of the surveyed planners are somewhat certain or uncertain of their venue choice at the start of the sourcing process. That opens door for hotels and venues that can be found online easily and provide planners with all the information they need.

47%

31%

somewhat Certain

15%

47%

extremely Certain

31%

15%

very Certain

15%

Extremely Certain

By analysing the overall sourcing experience, venues and hotels can see the importance of maintaining an excellent reputation and a strong digital presence. About 15% of planners are Extremely Certain about event choice at the start of the sourcing process however 50% of respondents also said that they are willing to switch venues if offered 10% additional discount.

47%

31%

somewhat Certain

7%

7%

Not Certain

31%

47%

very Certain

At which stage during the sourcing process do you experience the most difficulty?

34% of the respondents are reporting that negotiating with the venue is the most difficult stage of the sourcing process. Hospitality professionals can improve this process by training sales staff to provide clear and detailed answers to all fielded questions, setting targets for faster response time, and ensuring transparent and accurate pricing.

17%

Comparing the Proposals

Fewer APAC planners are citing comparing and compiling proposals (-7 and -4 percentage points, respectively) as the most difficult stage, likely a result of the improved thoroughness of hotels’ responses and wider adoption of online sourcing platforms that can standardise those responses.

19%

Researching Venues

19% of the respondents are reporting that researching the venue is the 2nd most difficult stage of the sourcing process. Do you know that 99% of the planners are using a personal computer, mobile phone or tablet to source venues? It is very important for Hotels to have a strong presence on the web across different channels and devices because workplace behavioural trends are evolving and technology is enabling planners to be more flexible thereby enabling them to work on the go. Venues and hotels therefore need to optimise their mobile presence and better integrate technology into their sales, marketing, and event support processes.

By analysing the overall sourcing experience, venues and hotels can see the importance of maintaining an excellent reputation and a strong digital presence. About 15% of planners are Extremly Certain about event choice at the start of the sourcing process however 50% of respondants also said that they are willing to switch venues if offered10% additional discount.

Which element do you think hotels could most improve when responding to your RFPs?

Thoroughness was the biggest issue in the year 2017 report as per the planners, however, this year it ranks third behind Trustworthiness and Speed.
Although it has slipped through the ranks, it still remains as the top three areas upon which hoteliers should focus on.

Thoroughness was the biggest issue in the year 2017 report as per the planners, however, this year it ranks third behind Trustworthiness and Speed.
Although it has slipped through the ranks, it still remains as the top three areas upon which hoteliers should focus on.

Responding to RFPs in time is of essence for planners, 24% of the planners choose this as a major pain point in 2017 and this figure rose to 26% in 2018.
Hoteliers have an opportunity here to do better by improving the response time, something that is totally under their control.

Responding to RFPs in time is of essence for planners, 24% of the planners choose this as a major pain point in 2017 and this figure rose to 26% in 2018.
Hoteliers have an opportunity here to do better by improving the response time, something that is totally under their control.

38% of the planners stated that trustworthiness in meeting/exceeding expectations is what hoteliers should aim at.

Many respondents cited issues such as inaccurate information and changes being made after the proposal has been agreed upon and the contract signed. This indicates that there needs to be further work to earn planners’ full trust.

38% of the planners stated that trustworthiness in meeting/exceeding expectations is what hoteliers should aim at.
Many respondents cited issues such as inaccurate information and changes being made after the proposal has been agreed upon and the contract signed. This indicates that there needs to be further work to earn planners' full trust.

This is the third most important feature that makes an impact on the planners choice of choosing a venue.
Venues should always quote alternate dates in their RFP responses in case they are not available for the primary dates. They also have the option to go for partial bids in case they cant cater to the entire requirement of an RFP.

23%

21%

Venue Cost

21%

23%

Venue Location

10%

10%

Customer Service

10%

10%

The Unique Atmosphere of Venue

10%

The Unique Atmosphere of Venue

This shares the stage with Customer Service as the fourth most important feature that influences a planners decision to book a venue.

23%

21%

Venue Cost

21%

14%

Venue Location

10%

10%

Customer Service

14%

23%

Availability of Preffered Dates

23%

Venue Cost

Venue Cost is the most important feature for planners when it comes to booking a venue.
It was ranked at the second spot last year, but has inched its way up the ladder becoming the most crucial factor which influences the planners decision.

21%

21%

Venue Location

14%

14%

Availability of Preffered Dates

10%

10%

Customer Service

10%

10%

The Unique Atmosphere of Venue

10%

Customer Service

Customer Service goes a long way and our planners rate it the same way. It is the fourth most important feature that influences a planners decision while booking a venue.
This also happens to be in easy win since this is totally controlled by internal factors and can be easily improved by hoteliers.

23%

21%

Venue Cost

21%

14%

Venue Location

14%

23%

Availability of Preffered Dates

10%

10%

The Unique Atmosphere of Venue

21%

Venue Location

Location of the venue is the second most important feature that influences a planners decision of choosing a venue. It was ranked as the most important feature in our 2017 report, however it has slipped one spot to come second.

23%

23%

Venue Cost

14%

14%

Availability of Preffered Dates

10%

10%

Customer Service

10%

10%

The Unique Atmosphere of Venue

What are the top two factors that prevent you from returning to a venue?

APAC planners are finding that booking processes have made significant progress. In this year’s report, 12% of respondents cited a bad experience during booking as a factor preventing their return to a venue, compared with 39% last year. However, it is still the third-most-cited reason, meaning hotels need to do more to streamline their processes and ensure transparency in their interactions with planners.

40%

Professionalism/ Responsiveness of Hotel Sales Staff

This is the most important factor that prevents planners from returning to a venue. It was the third highest factor in our 2017 report, however, in 2018 this is the most important factor. It’s the biggest opportunity for hoteliers to win repeat planners since this factor is not dependent on any external stimulant for improvement.

APAC planners are finding that booking processes have made significant progress. In this year’s report, 26% of respondents cited a bad experience during booking as a factor preventing their return to a venue, compared with 39% last year. However, it is still the third-most-cited reason, meaning hotels need to do more to streamline their processes and ensure transparency in their interactions with planners.

Venue Cost is the second most important factor that stops a planner to return to a venue. Giving competitive quotes increases a hoteliers chance of winning the business and makes it easier for planners to consider returning to the venue.

40%

Professionalism/ Responsiveness of Hotel Sales Staff

This is the most important factor that prevents planners from returning to a venue. It was the third highest factor in our 2017 report, however, in 2018 this is the most important factor. It’s the biggest opportunity for hoteliers to win repeat planners since this factor is not dependent on any external stimulant for improvement.

31%

Venue Cost

Venue Cost is the second most important factor that stops a planner to return to a venue. Giving competitive quotes increases a hotelier's chance of winning the business and makes it easier for planners to consider returning to the venue.

APAC planners are finding that booking processes have made significant progress. In this year’s report, 26% of respondents cited a bad experience during booking as a factor preventing their return to a venue, compared with 39% last year. However, it is still the third-most-cited reason, meaning hotels need to do more to streamline their processes and ensure transparency in their interactions with planners.

Venue Cost is the second most important factor that stops a planner to return to a venue. Giving competitive quotes increases a hoteliers chance of winning the business and makes it easier for planners to consider returning to the venue.

26%

Bad Experience with Booking Process

APAC planners are finding that booking processes have made significant progress. In this year’s report, 12% of respondents cited a bad experience during booking as a factor preventing their return to a venue, compared with 39% last year. However, it is still the third-most-cited reason, meaning hotels need to do more to streamline their processes and ensure transparency in their interactions with planners.

31%

Venue Cost

Venue Cost is the second most important factor that stops a planner to return to a venue. Giving competitive quotes increases a hoteliers chance of winning the business and makes it easier for planners to consider returning to the venue.

APAC planners are finding that booking processes have made significant progress. In this year’s report, 26% of respondents cited a bad experience during booking as a factor preventing their return to a venue, compared with 39% last year. However, it is still the third-most-cited reason, meaning hotels need to do more to streamline their processes and ensure transparency in their interactions with planners.

Venue Cost is the second most important factor that stops a planner to return to a venue. Giving competitive quotes increases a hoteliers chance of winning the business and makes it easier for planners to consider returning to the venue.